In this role, you have the opportunity to build credible and productive long-term relationships with customers and deliver effective positive change. As a KAM Health Systems, you will be responsible for maximizing order intake, sales, prices realization and customer satisfaction whilst developing and optimizing the customer relationship in order to ensure the long-term profitability in the region.

　　You are responsible for:

　　Develop and drive a credible and productive long-term relation with customers to maximize the value (top- and bottom line) of the short & long term business with the assigned account for Philips based on the deep understanding of customers strategies and priorities external trends, market insights on industry trends, competitive landscape, legislation

　　Coordinate efficient One Philips approach to the customer, by working with Sales, Marketing, Service, Supply Chain team members at account

　　Develop Account Strategy aligned with the Customer’s priorities, and drive key account customer Sales Plans in order to fulfill key account plan growth; fully leveraging the BMC operating model while it will need to increasingly support product, solutions and services towards full portfolio standardization

　　Drives continuous improvement via Lean

　　Maintain and grow comparable sales and market share / share of wallet through:

　　Funnel Management via daily management methodology

　　Strategy Account Management – orchestrator of accounts with 360 team members

　　Order Intake

　　Daily demonstration of the highest level of Philips Leadership competencies behaviors

　　Has responsibility for development, maintenance and improvement of the relations with key accounts to keep or to set Philips as preferred supplier

　　Develops, maintains and improves of the relations with important end users and their advisers.

　　Initializing and coordinating all Philips efforts to the accounts in order to maximize the output of the sales group.

　　Build and Translates business plans of the sales group into a strategic 2-3 year plan in which targets, strategy and actions are set to meet the short- and long term goals.

　　Creates and implements of action programs for and with the key accounts to improve the performance of Philips.

　　Drives the performance of the functions in the account team to get it done.

　　Lead account teams or project teams to get alignment in the offered product package, market approach and company profile.

　　Systematically analyzes and reporting of sales results, expectations, market, competition and trends for the optimal operational planning or optimal product portfolio decisions.

　　To succeed in this role, you should have the following skills and experience:

　　Professional knowledge and experience in the use of relevant marketing and sales techniques.

　　Basic understanding of finance.

　　Leads local account team, organize the necessary actions and make sure the required results are met in time.

　　Influences multi-disciplinary teams to deliver to customer expectations. Understands local needs, production plans, ramp-up/downs.

　　Independent negotiations with customers, within given guidelines and sales plan.

　　Has a complete knowledge of company products and services.

　　Frequently interacts with customers, and/or functional peer group managers, normally involving matters between functional areas, other company divisions or units, or customers and the company.

　　Often must lead a cooperative effort among members of project team.

　　Supports, initiates, drives improvement processes to ensure customer satisfaction.

　　In-depth theoretical background and experience in the use of relevant marketing and sales techniques.

　　Knowledge of business issues.

　　Has to analyze market and distribution possibilities in order to define sales strategy.

　　Regularly interacts with senior management or executive levels on matters concerning several functional areas, divisions, and/or customers. Requires the ability to change the thinking of, or gain acceptance from, others in sensitive situations, without damage to the relationship.

　　Evaluates options and develops plans based on understanding of local situations

　　Creates budget for activities with national accounts and defines projects for a diverse type of actions.

　　Defines the sales strategy and distribution strategy for own market segment, including tailored value proposition.

　　Has to align between competitive accounts, regarding actions and to align across product groups.

　　Initiates and negotiates tailor made actions and conditions within defined account budget (by sales management).

　　Typically requires University degree with 5 years of related experience in B2B / B2C Sales

　　Experience in building and executing account strategy

　　Strong interpersonal skills

　　Experience in Healthcare industry preferred, in dealing with medical equipment and solution selling.

　　Experienced in dealing with KOLs from MoH with proven ability to form and maintain positive long-term relationships with customers

　　A good negotiator, good presentation skills, someone who customers wish to see and spend time with.

　　Flexibility and willingness to travel frequently in the allocated territory

　　A fast learner who presents a proactive approach, being open-minded, independent, and well-organized.

　　Fluent in English, verbal and written. Knowledge of Arabic language is a benefit

　　Why should you join Philips?

　　Working at Philips is more than a job. It’s a calling to create a healthier society through meaningful work, focused on improving 3 billion lives a year by delivering innovative solutions across the health continuum. Our people experience a variety of unexpected moments when their lives and careers come together in meaningful ways. Learn more by watching this video.

　　To find out more about what it’s like working for Philips at a personal level, visit the Working at Philips page on our career website, where you can read stories from our employee blog. Once there, you can also learn about our recruitment process, or find answers to some of the frequently asked questions

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